5 Companies That Came To Win This Week

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Sonus Networks' partner program may only be a year old, but there's always room for improvement. This week the company revamped its Sonus Partner Assure Program, a key component of the company's efforts to evolve from an exclusively carrier-focused company to a major player in the enterprise session border controller (SBC) market.

The partner program now features a two-tiered structure through which partners can purchase Sonus products from distributors including Westcon, ScanSource and Distribution Central. Sonus said that will arm partners with more pre- and post-sales technical support. Also new are an online quoting tool, technical support documentation, and enhanced training materials such as Webinars and on-demand courses for both sales and technical teams.

Sonus now has some 300 partners and the channel accounted for roughly 17 percent of the company's revenue in the first quarter of 2013, a number that's expected to grow to between 20 percent and 25 percent by the end of this year.

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XChange Solution Provider 2015 is finally upon us and the timing couldn't be better. The premier channel event is happening March 1-3 in Dallas, bringing together 225 solution provider decision makers from across North America. CRN is at the event to provide news, analysis and a firsthand take from partners.